SIIA OnDemand Pre Conference Concur

© 2009 IBM Corporation

®

Paul Parter, Sr. Director R&DConcur Technologies

SIIA On-Demand IBM Preconference Workshop, Oct 28, 2009SIIA On-Demand IBM Preconference Workshop, Oct 28, 2009

IBM Software Group

© 2009 IBM Corporation2

Introduction

Concur Technologies

The Market Leader for On-Demand Employee Spend Management

Founded in 1993 1100 person global company Offices in Redmond WA, Minneapolis, Virginia, London, Paris, Prague 9,000 clients of all sizes running on various platforms Clients in 90 countries Process $35B in spend a year

Enabling organizations to globally control costs by automating the processes they use to manage employee spending

IBM Software Group


A Common Point of Reference:What is Employee “Spend”?

Fact: Employee spend typically represents

8-10% of your total operating expenses

Employee PurchasesMeals, gifts, incentives, services,

supplies, fees, maintenance, utilities, etc.

Business TravelAirfare, car, hotel, meals,

entertainment, etc.

Answer: Employee discretionary spending

Source: Aberdeen Group

IBM Software Group


Reporting

Concur Intelligence

Book Trip

Concur Cliqbook Travel

Concur Expense

Concur Pay

Concur Audit

One Platform One Service

One User Experience One Set of Reconciled Data

Take TripComplete Expense Report

Audit/Back Office

Payment

Concur Technologies

IBM Software Group


Situational Overview

Market Need Offering Goal

Enhance our Service Stay the market leader Improve client satisfaction

Expand the offering Increase Revenue Increase “Stickiness”

Solve client requests around Reporting and Analytics

Great Reporting SAAS Flexible Self service Self authoring

Combined data Travel Credit Card eReceipt Expense Report

More then just reports “Actionable Analytics”

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Solution Overview

Solution

Cognos BI platform

2 tier approach Basic reporting – free Premium reporting ($)

Integrated system Users managed in our

application SSO into Cognos Data consistency

Set of standard reports (templates) Documentation Self service training kit Training classes ($) Premium Services ($)

SolutionInternal Requirements

Client Support Standard Offering Standard DB layout Standard Model

Operations Easy to deploy Easy to monitor Efficient ETL process Good Performance

Business Affordable for clients Profitable for Concur

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Great Tools: Powerful reporting tools - Cognos Authoring – create your own reports 100+ Standard reports – “ready to use” or “modify and save”

Standard BI Benefits Analyze your spending Analyze your processes See trends and make projections Identify places to save money

Unique Benefits Based on our unique set of data

Reserved vs actual spend Corporate rate vs actual spend Fraud reporting Process Adjustments (audit rules, work flows, etc) Future: Travel cost advice, Budgeting, and more

Benefits/Value/Return for Client (1200 clients)

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Data becomes information and becomes actionable

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Are Travelers Using the Booking Tool?

Was that a peak in April?

Have the policy changes really taken affect?

Will this usage trend continue?

IBM Software Group


IBM Software Group


Solution Value to Concur

Top 3 Values Delivered by the Offering/Partnership

1. Market Leadership• Concur maintaining and expending our lead• Partnering with the market leader in BI

2. Revenue• Increased revenue• Increased stickiness

3. Client satisfaction• Better tools• Actual savings• NPS scores are up

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What advice would you offer other SaaS/Cloud ISVs?

Top 3 Takeaways

1. Look for ways to expand your footprint within the client base and to expand your revenue

2. Look for unique value within your application or your data

3. Supportability1. Standard offering – custom offering are hard to sustain2. Plan and build internal tools – not as an after thought

• Monitoring, file transfer, logging, support access3. Think about processes: on-boarding, deployment, support4. Think about end user training5. Self service / easy to use

SIIA OnDemand Pre Conference Concur

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